Using Miva to Optimize Your B2B Process
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USING MIVA TO OPTIMIZE YOUR B2B PROCESS PRESENTER: Anthony Bottoli
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Transcript of Using Miva to Optimize Your B2B Process
USING MIVA TO OPTIMIZE YOUR B2B PROCESS
PRESENTER:
Anthony Bottoli
A GENERATIONAL SHIFT IN B2B PURCHASING IS HERE
B2B ecommerce: $780B in 2015, $1.1T in 2020
B2B Hype
B2B BUYING BEHAVIORS ARE SHIFTING
Let’s State The Obvious
B2B buyers (have always) demanded more
than great products.
They (have always) wanted a tailored
purchasing experience.
…to feel ‘taken care of’ and ‘special’.
Efficient + Personal
2 PROTOTYPICAL B2B BUSINESSES
THAT ‘SELL ONLINE’
#1 - A STARTUP SEEKING COMPETITIVE ADVANTAGE BY DRIVING SALES THROUGH DIGITAL CHANNELS
Market Leader (Wholesale Vaporizing Hardware)
$30M+ in 2016, 100% Online
Growing 300% Annually, Outpacing Competition
‘It All Started With a Commitment to Digital’
Market Leader in Soap Making Supplies
$6M+ in 2016, (Wholesale) Online
Streamlined Digital Business Model
‘Refining Online Tactics, Driving Incremental Efficiencies’
#31, Inc. 5000
Rapid Growth Activated By Online Business Model
Digital Process Refinement By ‘A Grade’ Enterprise Team
Rapidly Growing Subscriber Base (Recurring Revenue)
#2 - A TRADITIONAL BUSINESS (CATALOGUE, FAX & PHONE) RE-
ENGINEERING THEIR BUSINESS MODEL
Snapshot: CaliBamboo
M I VA E R P I N T E G R A T I O N
Netsuite C L I E N T:
C A L I B A M B O O
Cali Bamboo offers materials
for green building, construction,
and home decor & design
shipped nationwide.
ORDER
DATA
ORDER
UPDATES
PRODUCT
CATALOG
CUSTOMER
UPDATES
P R I M A R Y
Data Touch Points
Miva helps Cali Bamboo maintain proper visibility across web and phone channels with a full NetSuite Integration.
C L I E N T:
C A L I B A M B O O
Cali Bamboo offers materials
for green building, construction,
and home decor & design
shipped nationwide.
Real-Time Quoting System
Custom Bids
Stability & Growth
Visibility Across Sales Channels
Snapshot: Crown Automotive
M I VA E R P I N T E G R A T I O N
TurboPrise®
by DST Systems
Miva helps Crown Automotive, Inc. provide their authorized dealers multi-channel support and real-time inventory visibility across multiple warehouses.
C L I E N T:
C R O W N A U T O M O T I V E
Crown Automotive is a leading
manufacturer and distributor
of quality replacement parts
for Jeep® vehicles, Chrysler,
and Dodge vehicles.
ORDER
DATA
ORDER
UPDATES
PRODUCT
CATALOG
CATALOG
UPDATES
CUSTOMER
UPDATES
P R I M A R Y
Data Touch Points
C L I E N T:
C R O W N A U T O M O T I V E
Crown Automotive is a leading
manufacturer and distributor
of quality replacement parts
for Jeep® vehicles, Chrysler,
and Dodge vehicles.
Highly Tailored Business-to-Business (B2B) Functionality
Managing Multiple, Global Warehouses
Inventory Management
Online systems
Help you sell more
THEY’RE PERSONALIZING THE EXPERIENCE
They’re creating a fully personalized experience
for their B2B customers, optimized to steer
product discovery, drive repeat purchasing, and
nurture loyalty.
Self Service Account Management
roles, budgets, permissions, workflows
Personalized Pricing
negotiated rates, payment terms, volume pricing, incentives
Fulfillment Options
primary warehouse, secondary warehouse, tracking links
THEY’RE STREAMLINING THE INTERFACE
They’re facilitating complex self-service
purchasing to save customers time, deliver the
best rates, and get more orders in the till.
Bulk Ordering, Discounting
bulk list views, configurable products & kits, volume discounts
Expedited Product Research
CAD drawings, how-to videos
Complex Products
select attributes to define specs, build / manage complex quotes
A GENERATIONAL SHIFT IN B2B PURCHASING IS HERE
More efficiently
THEY’RE AUTOMATING & EMPOWERING
They’re automating account administration to
streamline the management of teams, orders,
billing, payments, subscriptions, shipping, and
returns.
Real-Time Approval
management summary of product specs, budgets
Self-Serve Returns
online authorizations, labels
Invoices & Payments
checkout with p.o., credit card, or ach
THEY’RE TAILORING PROMOTIONS
They’re designing and executing sophisticated
promotions tailored to their customer’s
purchasing behavior.
Build Customer Profiles
track buying behavior, engagement
Drive Merchandising Decisions
generate reports for analysis and strategy
Influence Purchasing
create personalized promotions, up sell / cross sell campaigns
THEY’RE MANAGING DIGITALLY
They’re mastering inventory management for
fast, accurate fulfillment, while boosting
efficiency, reducing costs, and developing
excellent customer satisfaction.
Creating Intelligent Workflows
approval processes, negotiated pricing, RFQ’s
Optimizing Order Management
create, change orders; process notes, cancellations
Consolidating Role-Based Views
customer support, fulfillment, finance, executive
Than ever before
USING MIVA TO OPTIMIZE YOUR B2B PROCESS
PRESENTER:
Anthony Bottoli
